by ThomSinger | May 25, 2020 | blog
When I work with bankers, my first question is always “What makes you stand out from your competition”. Without failure the answer is “We are a relationship bank”. By definition, a differentiation point must not be the same thing that all...
by ThomSinger | May 24, 2020 | blog
A successful and sustainable law practice will not happen by accident. If you want to create a book of business and cultivate a long term career in your area of expertise, there is no luck or magic fairy dust involved. The attorneys I work with are usually senior...
by ThomSinger | May 24, 2020 | blog
To successfully develop business as a lawyer means you have to have the right mindset about sales. Too often lawyers are mentally blocked about sales and they do not want to confront their own points of view about what it means to be a sales person. In the business...
by ThomSinger | May 24, 2020 | blog
When I coach lawyers on how to improve their business development and create a sales plan, an important part of our work together is to identify the attorneys they most admire. This can be inside their firm or in another. The idea is to look for those who are five...
by ThomSinger | May 24, 2020 | blog
In my work coaching lawyers on their marketing and business development efforts, one of the first things we talk about is “why did you become a lawyer”. There are many answers (and no wrong reasons to go into this career). But in conversations with over...
